Ice Melting Lines

ice melting

Have you ever felt a little awkward after that first five seconds of an initial sales conversation? Using those “Hey, how you doing?” mundane type of initial phrases that lead to you just talking over your prospect and not making a quick connection. I hear and see it all the time!

Everyday initial conversations starters DO NOT work in the selling world, and DO NOT forward your sales conversation. If you’re wondering why you’re not growing, as you should be in sales, this may help you break through. Shake things up a bit. Make your lead in phrases you!

Where do we start?

Bring your personality into it…literally your personality!


  • “Hey is this John Smith? Great, do you have 79 seconds for me really quickly?”
  • “John, I’ve been trying to catch you for months I literally thought you were    kidnapped man, were you kidnapped?”
  • “Hey John, this is Dave, are you ready for this?”
  • “John, how is your office staff running over there today? (don’t let them respond) Who’s winning, you or them?”

Shake things up then lead into what you are doing and what you’re calling about. You’re melting away the tension that could exist when you use those icebreaking lines that can immediately connect you with your prospect because you’re different. If you are a prospecting master, you are an “ice-melter” with these types of initial phrases!

Let me leave you with your prospecting golden nugget for the week…

When prospecting, be YOU. Nobody in this world has your design. Daily you choose to cater to the world, or make it your masterpiece. Make it your masterpiece when you are prospecting today. Get out there and melt the tension, use your ice melting lines to get in and connect with your prospect quickly.

What are some of the ice melting lines you have used? Tweet them to me @davebrown_swc #meltingtheice #southwesternconsulting

FREE TRAINING: Mastering Your First Impression Conversation


Just in case you missed last month’s sales training conference call, we are making it available to you here!  Each month Southwestern Consulting™ brings together our finest Top Producers to train on today’s most relevant sales topics.  These calls are free and you don’t want to miss out on these opportunities to learn from the absolute best.  Some of our past topics include closing, referrals, prospecting with LinkedIn, follow-up and selling with social media.

Listen to last month’s call on Mastering Your First Impression Conversation When Selling:

FREE Sales Training TONIGHT!

Do you have difficulty remembering customer’s names?

Do you have the perfect answer for an objection, but can’t remember it?

HELP IS HERE – Tips to improve your ability to remember the names of your customers, people you meet and general techniques to creating a “steel-trap” memory.

Our ASK THE SALES EXPERTS teleseminar TONIGHT – THURSDAY, December 8th at 7:00PM CT.

Amanda Johns – The Importance of Visual Images

Gary Michels – The Stellar 6 Ideas to Memorize & Use the Things You’ve Learned

Rory Vaden – The 7 “tions” of Remembering People’s Names

Ron Marks – Super Charge Your Memory Through Proper Nutrition

Dustin Hillis – Maximizing Technology to Help You Remember

Emmie Young – Memorizing Scripts in Your Natural Learning Style



CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CT – Join us for LIVE Q & A during teleseminar

Top Producer’s Tips Navigating Buying Behaviors

Does your sales style work well for Prospect A, but bombs with Prospect B? Our Top Producer Training Professionals will share tips on how to NAVIGATE BUYING BEHAVIORS of the 4 different types of buyers.

Our ASK THE SALES EXPERTS teleseminar THURSDAY, November 10th at 7:00PM CST, will help guide you through the various buying styles.



CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CST – Join us for LIVE Q & A during teleseminar


Gary Michels – How to Identify Behavioral Styles and Quickly Adapt
Ron Marks – Managing More Effectively Through the Behavioral Styles
Dustin Hillis  – Navigate Appointments: Modifying Your Sales Approach to Match Your Prospects Buying Behavior Style
Emmie Young – Why Navigate? The Reasons You Don’t Sell to Everyone the Same Way
Rory Vaden – 6 Keys to R.E.V.E.A.L. the Potential in the 4 Types of People Around You 
Amanda Johns – Identifying the Different Sales Behavioral Styles Over the Phone




Sales Tip of the Day – DAY 1

Leaving messages and not getting calls back? Here is a script for those folks who are not returning your voicemails:

“Hi Mary, this is Shelly Blume over at BBI. I’ve got to tell you, you are a tough person to get hold of, but you know what? I consider that a good thing. It tells me you’re working hard and you’re making things happen and you’re the type of person I like to work with. So I’ve got an idea since the phone is not working so well. I’ll plan on coming out to your house on Friday between 3 and 3:30 to drop off the guide. Now if you can do me a favor, it’s about a 40 minute drive out there, if that time does not work for you, please give me a call and suggest a better time that works for you, that would be great. Otherwise if I don’t hear back from you I will assume that Friday between 3 and 3:30 works for you and I will plan on introducing myself to you then. Again, this is Shelly from BBI and my number is xxx-xxx-xxxx. I look forward to meeting you on Friday!”


If you are wondering if this really works . . . here is how it worked for a current SWC coaching client:

Just wanted to drop you a note regarding using this script.   It is fabulous.  I’ve used it on four calls and I’m thrilled with the results.  It definitely was a shot in the arm that I needed.  The first couple was today at 2:00 p.m. and they didn’t call to cancel but were at home waiting for me.   This was a couple I had been calling since April and never got anywhere with them.  The second call was for an appt on Friday, she did call and cancel but asked me to call her back with another day and time.  The next was an appt for next week and he called to confirm.  And the last one I haven’t heard from.

Thanks again for your sharing this script.   Can’t wait to get going with our first meeting.

Kathy Kemper, Community Service Counselor
Olinger Crown Hill Mortuary & Cemetery


Looking forward to your results – please comment below



Take control of your own success.

Develop super sales skills. 

The Southwestern Consulting™ Top Producers share tips that will give you the edge over your competitors – the TOP PRODUCER’S EDGE! 

DIAL IN:  712-432-0404 (code 555575#)



7:00 PM CDT

(8:00 PM EDT, 6:00 PM MDT,5:00 PM PDT)

DIAL IN:  712-432-0404 (code 555575#)



at 7:00PM CDT, will help guide you through some successful

and new techniques to collections.

Rory Vaden – The Leverage Point

Amanda Johns – Preventing Objections by Asking the Right Questions

Ron Marks – The SPIN Cycle – Digging Deeper into Client’s Needs

Gary Michels – Sizzling Tips for Building Rapport Quickly

Dustin Hillis  – 3 Steps to Eliminating Distractions & Creating a Buying Atmosphere

Emmie Young – Uncovering a Deeper Level of Need

For more information on our Sales Experts, Click Here

To submit questions for the upcoming conference call, please send an email to 

ALSO join us on our Facebook Fan page for LIVE Q & A

during the call at

The dial in phone number is 712-432-0404 (enter code 555575#)

Limited to the first 100 callers!

Top Producer’s Tips for Successful Cash Collections

You worked so hard to close the sale – are you now having difficulty collecting the payment?

Our ASK THE SALES EXPERTS teleseminar THURSDAY, AUGUST 11TH at 7:00PM CDT, will help guide you through some successful and new techniques to collections.

Rory Vaden – Square Up: Next Generation Credit Card Processing

Amanda Johns – The Mindset Behind the Money

Gary Michels – Handling Payment Concerns Before & After the Sale with Ease

Emmie Young – The World Renowned CREW Method to Retain Clients

Ron Marks – Developing Your Closing Instinct

Dustin Hillis – How to Create a compelling Price Comparison in an Emotional Close


CALL IN: 712-432-0404  access code: 555575#

Live Chat on our Facebook Page  at 7:00pm CDT – Join us for LIVE Q & A during teleseminar